SC018: Mike Phillips. Being Ranked As The #1 Agent In The USA. Being Licensed In Two States. Closing 1,268 Transactions. Being A Producing Agent And A Managing Broker. Keeping Fixed Costs Down. How To Break Into The REO Market And How To Avoid The Biggest Mistake Most New Agents Make With Asset Managers.

Mike Phillips

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Mike Phillips with Century 21 All-Pro in Kansas City, Missouri. He’s licensed in two states: Missouri and Kansas so he can work both sides of the Kansas City boarder town. Last year, he closed 1,268 transactions with a total sales volume of 34 million. His average sales price was 27 thousand of which 100% were sellers.

Mike Phillips is the broker/owner of Century 21 All-Pro. He has been an agent for 12 years. Mike has two careers. One, he’s a producing agent. Two, he’s a managing broker. This interview will focus on Mike as a producing agent. The 1,268 closings are Mike’s personal production (not his company).

Mike was ranked as the #1 Agent in the USA for 2010 as listed in The Wall Street Journal by Real Trends. He is a perennial winner. Over the years, Mike has been ranked in the #1, #2, and #3 spot for total units closed. This is his second time as #1.

Mike specializes in selling REO properties. He works as an exclusive Seller’s Agent. He does not represent buyers. He represents distressed property sellers such as: banks, asset managers, HUD, Fannie Mae, and FDIC.

Mike operates without a formal team. He created a decentralized model to keep his fixed cost down. For administrative tasks Mike uses 3 members of the broker’s staff when they are not helping other agents in the office. For field work he uses a loose group of 10 independent, Inner-Circle Agents who work for free in exchanged for knowledge and access to the REO market.

Mike is a straight shooter. He will tell you how to break into the REO market and how to avoid the biggest mistake most new agents make with asset managers. Listen carefully as Mike explains what it takes to list homes on an industrial level.

2010 Stats:

  • 1,268 closings
  • 34 million sales volume
  • 27 thousand average price
  • 100% sellers
  • 0 formal team members
  • 3 broker staff members shared with office (administrative help)
  • 10 independent Inner-Circle Agents (field help)


  • REO
  • Seller Agent Only

(originally published on 09/21/11)